Years ago, before subscription became the primary sales model for B2B software, sales leaders were measured not only on "the number," but on how they got there, with KPIs tied to the productivity of individual members of their sales team. It made sense, of course, to know how many phone and email connects the reps were making, how many meetings they booked, how many of those appointments turned into demos, etc., all the way to the end of the funnel. Sales productivity metrics still matter and should still be tracked. After all, we want every member of the team to be doing all they can to support the growth of the business. But in a recurring revenue world, particularly at multi-product companies with more than one product to sell, sales leaders need to track a much broader set of metrics.

Rekener recently published an infographic, “Six Must-Know Metrics for B2B Sales Leaders in a Multi-product World,” created by BizOps expert and Rekener COO and co-founder Greg Keshian. This helpful chart explains what each of these metrics are and why they’re necessary. And for those who want to take a deeper dive into the Six Must-Know Metrics (either for their own use or to share them with that go-to member of sales ops, BizOps or FP&A who’ll pull the metrics together for you), there’s an option to download the 9-page Six Must-Know Metrics Guide.

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Stephanie Fox

Steph served as Rekener’s Community Manager and CMO. A Rekener co-founder, she was previously Senior Director of Marketing at CCC, a $300M+ recurring revenue business, and served in marketing leadership roles at Vertical, @stake, Informio, DotContent and Meridian. Her first recurring revenue role was as an inside sales rep selling real-time stock pricing subscriptions.

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